How to find sales leads that last
There’s a right and wrong way to generate quality leads in the sales world. Through relationship selling, you can increase conversation rates and create relationships with buyers. Take the time to focus your efforts, find the leads that matter, build customer trust, make lasting connections, and become a truly valued partner.
Don’t be distracted by quick and easy
Online communication tools have significantly multiplied the chances of generating sales leads. The sheer accessibility of that volume of potential leads makes it tempting to just copy and paste your pitch into an email and send to as many people as possible. But more times than not, you’re doubling your efforts with little return, and most importantly, compromising your credibility.
“What we see is that the whole sales process is changing—information is everywhere, and conversations are crossing multiple channels. Our sales colleagues need up-to-date customer information available at their fingertips—either from internal systems or social media platforms like LinkedIn. They need an intelligent tool that will make their reporting, forecasting, etc. very quick and effective so they can focus on working with our customers."
“We’ve always been very good at manufacturing our product; now we must be equally good at engaging with our customers. That means we have to keep the customer at the centre of everything we do.”
Care about your credibility
It’s important to understand your sales lead’s business and if you can provide value before you reach out. Your value depends on your accuracy of deciding whether or not the client is appropriate for you. Use your time to observe potential leads before you leap.
- Are they sharing or interacting with content that’s relevant?
- Are they showing signs of pursuing a new opportunity?
- Do they seem to be confronting a challenge?
Put in the time to identify what may or may not interest them and formulating a strategy to position yourself as a trusted source. Once you’ve earned their trust, it’s easier to earn their loyalty.